Being friendly is good, but being too chummy to make the sale is not.
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Every entrepreneur knows that the only way to build a businessis to build relationships. In fact, many entrepreneurs arerelationship masters. They know how to dive into a prospect'sworld and not only understand where the person is coming from, butalso what he or she is trying to accomplish. Because they can seethe other person's perspective, they're better able torecommend the right product or service.
Over the past few years, this idea about"relationships" has spawned a variety of salesbuzzwords-such as consultative selling, customer-based selling,customer-oriented selling and partnership selling. Whatever youcall it, it's all about building rapport, connecting,networking and serving-all worthy, important goals.
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